Dear Archive Visitor, Well, I'm back in the Top 10 Sales Articles again this week, this time with an article that I featured in this ezine a couple weeks ago. After I received several comments from subscribers telling me how much they liked the article, I decided to submit "What a 19th Century Opera Composer Teaches Modern Day Salespeople" to an online article directory. Obviously, that was a good decision, as once again, one of my articles has been selected as one of the top 10 sales articles of the week. I was also informed that so far, I'm the only one who has been nominated twice. Just so you know, the articles are selected from many different online article directories, and there are thousands of articles being posted weekly. I don't know how this group selects the top 10, but I've been reading the articles they select every week and am impressed. You can check out their site at www.top10salesarticles.com

The Key to Successful Up-Selling By Tammy Stanley The other night we met my in-laws at the 31 Flavors Ice Cream parlor not far from our house. My in-laws thought it would be fun to see our oldest daughter in action, as she's working part-time at 31 Flavors to earn some extra cash. When our daughter, Tess, waited on me, I told her that I wanted a taste of the "Love Potion #31" and a scoop of Jamoca. Tess gave me the taste sample first. As she started to scoop the Jamoca, I said, "Wow, this Love Potion #31 is really good. I think I'll get it next time." She looked up at me and said, "You know, you could get a double kids scoop. It's only an ounce more of ice cream, and you'd get both the flavors you like tonight." Yes, those words out of the mouth of an introvert, who never, ever, ever wants to be involved in sales in any way! Ha! the kid TOTALLY up-sold me, and succeeded I might add. What struck me afterwards was that she wasn't trying to up-sell me. She was genuinely listening to me. When I made the comment about getting the Love Potion the next time, she looked up at me, and I think she saw that I wanted it. She sincerely wanted to help me get what I wanted. That my friends, is great salessmanship - leaving your agenda at home and genuinely listening to your customer, putting yourself in her shoes, and figuring out what she wants, and then offering it. Now, look at this slightly different scenario. A few nights later I went to Office Max to get just a few items. When I got up to the cash register, there were a couple of people ahead of me. After the clerk had rang up the first person's order, she said, "We have some good reams of paper here for a dollar off. Would you like to add that to your order?" The customer said, "No." When I heard the clerk say that, I thought to myself, "Oh, I'm so glad she said that. We're almost out of paper. When she asks me, I'll be sure to say, 'YES'." Guess what happened when she finished ringing up my order? She didn't ask me. So take a wild guess what I forgot to get? Yep. Paper. Now it could be that the clerk genuinely forgot to ask me. Okay. I understand that. Hey, I forgot to get the blasted stuff myself. But, she missed out on creating a good deal of value with a customer, if she decided not to ask because a few people had already told her, "No." Remember... great salesmanship is leaving your agenda at home (along with those feelings of rejection) and putting yourself in your customer's shoes, figuring out what she wants, and then offering it. This clerk started out on the right path - many people going to Office Max have home businesses and one thing they can always use is paper. Why not have a few reams that are $1 off right at the register and offer those as an add on purchase? Anyone, who's running low on paper but isn't in the mood to walk all the way back to the paper section to get a huge box, can just pick up a ream right there to tie him over. When we hear the word "up-sell," I think we cringe, just as most of us do when we hear the word "salesman." Let go of the words and focus on the value delivered through the activity of up-selling or selling. When my daughter showed me how I could get both flavors I wanted for a small fraction more in ice cream and cost, she created the value I desired. If the clerk had asked everyone in line that night whether he/she wanted to add a ream of paper, she would have created the value I needed and desired. All selling, including up-selling, gives you the opportunity to think about your customers needs and desires and how you can meet them, when it comes to your service or product. WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

Not long ago I found a site that had some excellent articles on it. I was really impressed with the caliber of writers, and I had the desire to see some of my own articles on the site. Unfortunately, I couldn't find any link on the site that gave me the information I needed. While clicking on different links, however, I did find the editor's name and phone number. A number of years ago, I would have been petrified to make a phone call to him. And instead of calling, I would have written down his contact information and put that task on a "to do list." That's what I would have done a number of years ago, but not anymore. I won't tell you that I didn't feel any fear, but I can assure you, I seized my phone faster than you can say, "Carpe Phonum." Oh, did you just say, "Carpe Phonum"? What a coincidence! The name of my book is also Carpe Phonum, and it reveals how I moved myself from call reluctance to call willingness. I highly suggest getting either the book or audio CDs, if you tend to put off making sales or prospecting calls. You can learn more about it by clicking either of the links below: www.tammystanley.com/direct_sales_products.html www.carpephonum.com/sales.html.

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists direct sales consultants to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com